stage (such as, “What will happen if you
don’t achieve that goal?”), especially
as a starting point to get a client
motivated to take action. If you choose
that route, I recommend you always
come back to the vision your client is
looking to create and to the compelling
reasons behind it; otherwise, she may
experience the journey to her goal
as a battle against what she doesn’t
want. This creates a negative emotional
charge that actually decreases the
chances of lasting success.
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How?
compelling way with a specific, in-session
evidence procedure.
Why?
This type of question addresses the
relevance criterion of the SMARTER filter
(see explanation, at right). It connects the
goal to its deeper purpose and, as such,
is all about getting the client’s emotional
buy-in. While the “what” space is more
visual in that it helps clients see in their
mind’s eye what they are going for, the
“why” space is more of a feeling space that
associates them right here and now into
what achieving a goal really means to them.
Typical questions at this stage include:
• “Why is achieving that goal important
to you?”
• “Who will you become in the process
of achieving that goal?”
• “Who else will be impacted?”
• “What will the ripple effects be in the
rest of your life?”
Some coaches also recommend using
a more negative type of leverage at this
The last question, “How can you achieve
your goal?,” can be about the planning
and strategizing part of goal setting, but
more often than not it is really about
helping clients align their psychology
with what it will take to get to their goal
so they start feeling a sense of flow
where they used to struggle.
Whatever course they choose, chances
are that by answering those three
consecutive types of questions, clients
will increasingly feel like they are the
inspired creators of a fulfilling life.
The SMARTER Filter
The SMARTER acronym, whose “SMART”
roots have been credited to both Peter
Drucker and G.T. Doran, provides
a mnemonic device for objectivesetting criteria in project management,
performance management and personal
development. While there exist many
variants for the meaning of the acronym,
I like to break it down as follows:
Specific
Measurable
Attainable
Realistic
Time-bound
Ecological
Relevant
Coaching World 9